Job Description
Job Description Overview:
- KAM role
- Reporting to the Head of Medical KAM Team (solid line)
- Located could be in Shanghai, Suzhou or Wuxi
- Full time position
- Experienced sales person with an ability to manage global Key Accounts
- Experience with navigating in an international matrix organization
- Able to do some Business Development starting from zero
- Experience with Bioprocess Equipment (Biopharma) or Medical Devices manufacturers
- Ability to think and act both strategically and hands on
- Technical mind-set (Engineer/Technician)
- Ability to travel 50%+ of his time (90% in APAC, mainly in China, and 10% in EMEA & Americas)
- Understanding of cultural diversity
- Effective team player while driving own areas of responsibility
- Self-motivating person
Key activities
- Be involved in all the Key Account new projects
- Support Key Account R&D and Engineering locations in all Regions
- Define pricing and margin development activities for allocated Key Account
- Facilitate commercial reviews with Key Account
- Build market demand / specifying for end-user or up-stream customer
- Benchmark products within the industry to validate market trends/requirements (VOC)
- Promote innovation (VOC)
Roles & responsibilities
- Responsible for the commercial part of the business like sales and margin, tracking and in case of deviations taking actions
- Become the unique single point commercial contact at Key Account
- Identify and contact Key Buyers (R&D, Eng, Purch…). Ensure unserved divisions are discovered and contacted.
- Close communication with Regional Account Managers, common customer visits and mutual support
- Market launches of Key Account relevant new Oetiker products in cooperation with MAM team
- Interacts with the key account on a technical base and coordinates inputs with MAM team
- Regularly report Key Account updates to Head KAM
Experience & skills:
- Ability to manage global Key Accounts: I would not necessarily look for an experienced KAM but would open the position as well to a promising Regional Account Manager having a proven track record of success with large international B2B accounts and willing to grow in a global role
- Experience with navigating in an international matrix organization
- Ability to think and act both strategically and hands on
- A candidate coming from a company dealing with Bioprocess equipment (Biopharma Manufacturing) or Medical Devices manufacturers would be a strong advantage
Qualifications
- Technical mind-set
- Effective team player while driving own areas of responsibility
- Ability to travel 50%+ of his time (90% in APAC, mainly in China, and 10% in EMEA & Americas)
- Self-motivating person
- Understanding of cultural diversity
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